THE LEGACY OF KAYHAN HELLRIEGEL
JANUARY 2015REPORT
FEATURESCORPORATE SPOTLIGHT:
AT&T,CHEVRON,
ENERGY FUTURE
HOLDINGS,UPS
2 PRESIDENT’S REPORT
CALENDAR OF EVENTSTHIS CALENDAR INCLUDES EVENTS HOSTED BY WBENC’S REGIONAL PARTNER ORGANIZATIONS AND STRATEGIC PARTNERS. VISIT WBENC’S ONLINE CALENDAR FOR MORE EVENTS.
28 WBDC PTAC South
Kick-off Event
Chicago, Ill.
Click here for details.
28 San Diego International
Airport Opportunity
Awareness & Networking
San Diego, Calif.
Click here for details.
28 WPEO-NY Brown Bag Lunch
with Novartis
New York, N.Y.
Click here for details.
29 WBEA Texas Conversation
& Chocolate
Houston, Texas
Click here for details.
29 CWE Coffee & Connections
Providence, R.I.
Click here for details.
2 NGLCC 2015 Financial
Services Diversity
Leadership Awards
New York, N.Y.
Click here for details.
4-6 NAMC Mid-Winter Board
Meeting 2015
New Orleans, La.
Click here for details.
5 WBDC Connection Points:
Hot Topics for Food
Industry/CPG Entrepreneurs
Chicago, Ill.
Click here for details.
5 WBCS Parade of Stars
Awards Gala
Dallas, Texas
Click here for details.
5 Latina Style 50 Awards
Ceremony & Diversity
Leaders Conference
Arlington, Va.
Click here for details.
5 WBDC Corporate Partner
Panel with Best Buy, Cargill,
Medtronic, and Target
Minneapolis, Minn.
Click here for details.
7-1 0 NAMWOLF Business
Meeting
San Antonio, Texas
Click here for details.
10 WPEO-NY Brown Bag Lunch
with MetLife
New York, N.Y.
Click here for details.
10 WBCS Table Topics
Luncheon Series
Dallas, Texas
Click here for details.
12 WPEO-NY Pitch and Learn:
Prime Suppliers and
Second Tier Opportunities
with New York Life
New York, N.Y.
Click here for details.
12 SBA Women and Veterans
Federal Contracting Program
Atlanta, Ga.
Click here for details.
15-18 National Association
of Utility Regulators
Winter Meetings
Washington,
District of Columbia
Click here for details.
18 WIPP – Give Me 5: Doing
Business with the US
Department of Agriculture
Atlanta, Ga.
Click here for details.
18-2 0 2015 ISM Annual Supply
Chain Diversity Summit - GA
Atlanta, Ga.
Click here for details.
19 GWBC Tables of 8
Atlanta, Ga.
Click here for details.
24 WBEC – South WBE Quarterly
Forum: Louisiana
Baton Rouge, La.
Click here for details.
25 WIPP – Give Me 5: Special
Unit – Construction
Webinar
Click here for details.
25 WBEC PA-DE-sNJ Listening
to Your Business
Pittsburgh, Pa.
Click here for details.
26 WBEC PA-DE-sNJ Get
to Know Us
Pittsburgh, Pa.
Click here for details.
26 WBEA Texas Trade Secrets
Luncheon: Economic
Pathway to Business
Opportunities
Houston, Texas
Click here for details.
27 CWE Coffee & Connections
– Eastern MA
Boston, Mass.
Click here for details.
FEBRUARY 2015
JANUARY 2015
WWW.WBENC.ORG // JANUARY EDITION 2015 3
EDITORIAL TEAMEDITOR-IN-CHIEF
Pat Birmingham
EDITORIAL ASSISTANT
Allison Gibson
PROJECT MANAGER, MARKETING
Laura Rehbehn
PRODUCTION AND DESIGN
Limb Design
PHOTOGRAPHY
Julie Fletcher Photography
Kathy Anderson
Linda Johnson
Life Touch Portrait Studios
Stokes Creative Group
WRITERS
Paige Adams
Senior Director, Development and
Corporate Relations
Mary Callaghan
Executive Assistant
Brenda Loube
Principal/Founder of Corporate
Fitness Works
Pamela Prince-Eason
President and CEO
Lynthia Romney
RomneyCom, LLC
Candace Waterman
Chief of Staff
LaKesha White
Senior Compliance Manager
NEW CORPORATE MEMBERS: Barclays, Burns & McDonnell, Closure Systems International, Florida Blue, L’Oreal USA, Motion Industries Inc., Teva Pharmaceuticals
TABLE OF CONTENTS JANUARY 2015 EDITION OF THE PRESIDENT’S REPORT
4 PRESIDENT’S MESSAGE FEATURES
6 The Legacy of Kayhan Hellriegel
12 AT&T: A Comprehensive Approach to WBE Development
14 Chevron: Fueling Women’s Business Growth
16 Energy Future Holdings: Lighting the Way
for Women’s Business Growth
18 UPS: Building a Network of Opportunities for WBEs
CERTIFICATION22 Focus on Forum: Incoming Forum Leadership Profiles
26 Focus on Forum: Meet the New Forum Team Representatives
31 Woman Owned Logo In Action: Fusion Jerky
GOVERNMENT SPOTLIGHT33 FAR 101: What You Need to Know About the Federal
Acquisition Regulations (FAR)
ENGAGEMENT36 Mentorship Works!
38 WBE Working with WBEs: Jacquie Cleary’s Move
RESOURCESEY Entrepreneur Of The Year™ Program 35
Tuck-WBENC Executive Program: Envisioning the 41
Future of Your Business
Your Advice: What is the Most Unusual but Helpful 42
Piece of Advice You’ve Received?
Bulletin Board 45
Women on Wellnes: Culture of Wellness 46
ADVERTISERS’ INDEX2014 National Women’s Business Council Annual Report 3
WBENC Student Entrepreneur Program 9
Women’s Enterprise Forum Agenda and Keynote 10
2015 Summit & Salute 11
2015 National Conference and Business Fair 21
WBENC Insights 32
WBENC Shop 40
Legacy Bracelet 44
4 PRESIDENT’S REPORT
PRESIDENT’S MESSAGE
DEAR FRIENDS,
As we begin our 2015 journey which will be
full of exciting and innovative growth, I would
like to take a moment and reflect on all of the
accomplishments from our community during
2014. The year was filled with not only numerous
achievements and milestones, but with many
connections and success stories from our WBEs
and Corporate Members.
At the beginning of the year we welcomed Benita
Fortner, Director of Supplier Diversity at Raytheon
Company, as the new Chair of the WBENC Board
of Directors. She has been an incredible leader,
stepping into the role with grace, an abundance
of energy and new ideas. It has been an absolute
pleasure to have her at my side.
In the spring we had our best-yet Summit & Salute
in New Orleans where we also celebrated the 20
years of accomplishments and dedication that
WBEC South has achieved. During the event we
recognized our 14 Women’s Business Enterprise
stars and a record number of America’s Top
Corporations for Women’s Business Enterprises.
While we always recognize them in March, it is
their commitment throughout the year that we
celebrate. They are constantly striving to further
the development of women owned businesses
by hosting matchmaking events, running
extraordinary educational programs, breaking
down barriers for growth, and consistently
championing our WBEs.
In June our community arrived in Philadelphia, PA
for a week of exciting networking, education and
an incredible Business Fair during the National
Conference & Business Fair. During the event,
not only did we have record breaking attendance,
but we had a record number of 1:1 MatchMaking
meetings, with over 1,400 meetings in one day.
It has been exciting to hear about the ongoing
relationships and opportunities that began during
this week. The Women’s Business Enterprise
Council PA-DE-sNJ was a phenomenal host, their
collaborative efforts were pivotal to the success of
the event.
This summer I was appointed to the National
Women’s Business Council (NWBC). The
NWBC is a non-partisan federal advisory
council created to serve as an independent
source of advice and policy recommendation
to the President, Congress, and the U.S. Small
Business Administration on economic issues of
importance to women business owners. It has
been challenging and rewarding to work with such
a committed group of forward-thinking leaders.
The National Women’s Business Council’s 2014
Annual Report is now available. I encourage you
to read it for a greater understanding of what the
council is working to accomplish, and how you fit
into their efforts. (See link on next page.)
In addition to the many RPO events attended/
supported by the WBENC team, in October the
Executive Committee Planning meeting was
held in Anchorage, Alaska in support of Astra’s
Women’s Business Alliance Conference. For many
in our group it was an educational opportunity to
learn about how business in Alaska operates.
In 2014 we appointed several new members to
the Board of Directors (see opposite page). We
are thrilled to have you serve and thankful for your
WWW.WBENC.ORG // JANUARY EDITION 2015 5
dedication to WBENC and all of its constituents.
We are also grateful for those concluding their
term for their tremendous work and support.
Lastly, this December President Obama signed
into law the National Defense Authorization Act
(NDAA) which authorizes federal agencies to
award sole-source contracts to women-owned
small businesses eligible for the Women-Owned
Small Business (WOSB) certification, giving
women the same level of access to federal
contracting opportunities as other disadvantaged
groups. Within the new bill there is a requirement
that all businesses receiving a WOSB set aside
must be certified by a third party. This is a
significant change in process and we expect
to welcome many new WBEs to the WBENC
community as the new policies take effect.
The year to come will bring even more
opportunities for our Women’s Business
Enterprises and our Corporate and Government
Members. I look forward Joining Forces with all of
you as we Succeed Together. Here is to a happy,
healthy and successful 2015!
Best,
PAMELA PRINCE-EASON
WBENC PRESIDENT AND CEO
NEW BOARD OF DIRECTORS IN 2015 HANNAH KAIN
CEO ALOM Technologies Corporation
JANET MURRAH Assistant Vice President,
Supply Chain Supplier Diversity AT&T
DAVID DROUILLARD Executive Director, Indirect Purchasing
& Supplier Diversity General Motors Company, LLC
PATRICIA MASSEY President
MYCA Group Inc.
PAMELA PESTA Vice President, Strategic Sourcing
Nationwide Insurance
SANDRA JAMES President
Private Eyes, Inc.
CLINT GRIMES Executive Director, Procurement Services
Time Warner Inc.
SANDRA NIELSEN Manager Supplier Diversity
Verizon
This report is a synthesis of their latest research on women entrepreneurs and implications for the women’s
entrepreneurship ecosystem; it concludes with policy recommendations to the SBA, Congress, and the White House
on how policy makers and key influencers can improve the business climate for women. It’s a must-read.
CHECK IT OUT.
NOW AVAILABLE2014 NATIONAL WOMEN’S BUSINESS COUNCIL ANNUAL REPORT
6 PRESIDENT’S REPORT // FEATURES
THE LEGACY OF KAYHAN HELLRIEGEL WBENC LOST AN INCREDIBLE MEMBER OF ITS COMMUNITY THIS MONTH,
KAYHAN HELLRIEGEL. THE FOUNDER OF KAYHAN INTERNATIONAL,
LIMITED, HELLRIEGEL WAS A SELF-MADE BUSINESS WOMAN WHO
STARTED HER BUSINESS IN 1982. THROUGH HER DYNAMIC LEADERSHIP AND PERSEVERANCE, THE COMPANY GREW TO BE
A THRIVING WOMEN’S BUSINESS ENTERPRISE; A PREFERRED AND BEST-IN-CLASS HAWORTH DEALERSHIP; AND A LEADER IN
THE CONTRACT FURNITURE INDUSTRY.
Pat Turnbull, the President and COO of
Kayhan International reflects, “I burst with
gratitude in knowing Kayhan. She taught
me incredible lessons in leadership, grace and
style. She exemplified discipline and collaboration,
toughness and kindness.”
Hellriegel’s commitment to her community was
absolute. Fellow WBE, Terri McNally met Hellriegel
15 years ago, “She was one of the first women-
business owners that I met. She gave herself
completely and was very supportive.”
A native of Iran, Hellriegel married at the age of
16 and immigrated to the United States to be
with her new husband in Kansas. She attended
and graduated from Wichita State University with
a bachelor’s degree in business. Shortly after
graduating her marriage deteriorated and she
moved to Chicago with her young daughter for a
fresh start but struggled to find work, often told
she was overqualified. It was only after removing
all of her education credentials from her resume
that she landed a job as a clerk at a transportation
company.
Management soon discovered that Hellriegel
had more skills then the position required and
she quickly began to move through the ranks,
eventually becoming a Senior Regional Sales
WWW.WBENC.ORG // JANUARY EDITION 2015 7// FEATURES
Manager. She was so successful that one year her
bonuses and salary totaled more than the president
of the company.
After hitting the glass ceiling Hellriegel began to
consider other opportunities and launched Kayhan
International when she saw an opportunity to
supply office furnishings and related services to
businesses as well as educational and healthcare
institutions.
“Kayhan was fiercely independent, a feminist and
outrageously outspoken. She is the epitome of
the American dream,” commented the Women’s
Business Development Center (WBDC). “Kayhan
did it with hard work, arriving to the office before
7:00 a.m. and leaving well after 8:00 p.m., and
leveraging opportunity with business sense.”
In the 1980s Hellriegel had the foresight to provide
a product that her customers needed but could
not find anywhere else, a computer desk. She
was innovative, had a strong business backbone
and was a founding member of the Workplace
Alliance network, an innovative network of Haworth
Preferred Dealers with a common vision: to provide
their clients with the most creative, cost-conscious
and flexible workplace solutions wherever they do
business.
Beyond her astute business skills Hellriegel
believed passionately in supporting her
communities. She believed in the power of
education to raise people out of poverty and
enhance the quality of life for everyone.
“Her special talent was her interest in others. It
caused each one of us to believe, if only for an
instant, that we were her most favorite person on
earth. Most importantly, she showed me, through
example, her humanity and compassion for
people,” says Turnbull.
Kayhan International became WBENC-Certified in
2002 and Kayhan became a vibrant presence in the
WBDC and WBENC community. In 2007 through
her engagement with the WBDC and in partnership
with the U.S. State Department, Women Impacting
Public Policy (WIPP), U.S./Afghan Women’s Council
and Northwestern University, 12 Afghan women
business owners were invited to visit the United
States to engage in a high level business training
and mentoring program. Hellriegel and McNally
were host and mentor to three of the women and
attended the special ceremony at the White House
to honor the Afghan women.
“These were women from Afghanistan who wanted
to be entrepreneurs, she helped them develop their
website, she had a reception for them down at
Haworth and they had all these other corporations
there where these women could get exposure. It
was just phenomenal,” says McNally.
“Her special talent was her interest in others. It caused each one of us to believe, if only for an instant, that we were her most favorite person on earth. Most importantly, she showed me, through example, her humanity and compassion for people.”
1 2
8 PRESIDENT’S REPORT
As a result of her continuous engagement
Hellriegel was honored as a 2009 Women’s
Business Enterprise Star by WBENC, and in
2008 as the Entrepreneurial Woman of the Year
by WBDC. “Her legacy will live on forever. The
company she built continues to support our
organization and because of Kayhan the company’s
commitment to the WBDC, our Chicago offices
will directly reflect what she is all about,” adds
the WBDC. Following the WBDC’s complete office
remodel, Kayhan International is contributing
furniture and design services, they added “to
recognize her, the WBDC will be placing a plaque
in memoriam and gratitude in the newly renovated
offices. She will be missed, but never forgotten.”
In addition to her commitment to women’s
business development and the WBDC, Hellriegel
was a founding member of CREW, the Chicago
Real Estate Executive Women, the preeminent
organization for senior-level executive women in
the Chicago Real Estate Industry. Hellriegel was
also active in the Greater Chicago Food Depository
- GCFD (Honorary Chair), Design Industry
Foundation Fighting Aids (DIFFA), UIC and the East
West University Student Scholarship Funds (Chair).
In addition to her incredible legacy in business
and the community as a friend, mentor and
leader, Kayhan was also a proud wife, mother
and grandmother of two. “She built extraordinary
personal and industry relationships as well as a
sustainable, thriving business. She was forever
grateful to the WBDC for the years of partnership
and support. She will be missed!” reflects Turnbull.
“Our Chicago offices will directly reflect what she is all about. […] To recognize her, the WBDC will be placing a plaque in memoriam and gratitude in the newly renovated offices. She will be missed, but never forgotten.”
1 Kayhan International’s 30th anniversary party in 2012. From
left to right: Carlos Martinez (Gensler), Hellriegel, Lady Gaga
impersonator, Pat Turnbull
2 Kayhan and Daniel Hellriegel
3 Hellriegel accepting the 2008 Entrepreneurial Woman
of the Year at the Women’s Busienss Development Center’s
Entrepreneurial Woman’s Conference (L to R: Hedy Ratner,
Kayhan Hellriegel, Carol Dougal, Emilia DiMenco)
4 In 2009 Hellriegel was given an honorary Doctor of Humane
Letters (PhD) by East West University, a Chicago higher
education institution who mission is to serve under-served
students whose families have never had anyone attend college
before. (L to R: Turnbull, Hellriegel, Denise Rippenger)
5 Hellriegel accepting 2009 WBE Star Award at the Summit
& Salute
3
4 5
DO YOU KNOW AN
UNDERGRADUATE ASPIRING TO BE AN ENTREPRENEUR?
ENCOURAGE THEM TO APPLY TO THE WBENC STUDENT ENTREPRENEUR PROGRAM
JUNE 21-26, 2015 | AUSTIN, TEXAS
APPLICATIONS DUE FEBRUARY 15, 2015
What is the WBENC Entrepreneurship Program?• Tailored entrepreneur curriculum for 25 female rising juniors and seniors, pitch
competition, and mentoring from the most successful Women’s Business Enterprises and
America’s largest Fortune 500 companies
• Exposure to nearly 4,000 attendees at the WBENC National Conference & Business Fair.
• Attendance is FREE for those accepted including conferece, travel, lodging and expenses
To apply, visit http://www.wbenc.org/student-entrepreneur-program or contact Andrew
Gaeckle, Senior Manager, Strategic Programs and Operations, at [email protected].
This program is underwritten by Shell
Proudly investing in the next generation of Women Business Enterprises
ATTEND THE WOMEN’SENTERPRISE FORUM
FORUM AGENDA AND KEYNOTESUMMIT & SALUTE
FORUM KEYNOTE ANNOUNCED
Open to all WBEs
Tuesday, March 17, 201510:00 AM – 5:00 PM
3:00 PM – 5:00 PMOpen to all
During this Forum-hosted meeting WBEs will have the opportunity to network and engage
with outstanding presenters including WBENC’s President & CEO, WBENC Board Chair, Supplier Diversity & Procurement Professionals, and hear
from a dynamic keynote speaker!
Mr. Thean will discuss how to help your team execute better and faster by using the three-rhythm system.
Through the three-rhythm system, Mr. Thean will outline how to stay focused on growth, choosing priorities and planning for execution of your objectives. Hear more on the following concepts and how to use his interactive tools to achieve success:
• How to focus by making tough Yes and No decisions
• Align your company by connecting execution to strategy
• Keep your team accountable and motivated with clear measurements and Red-Yellow-Green success criteria
• Use leading indicators and dashboards to make critical adjustments that drive even strong results
How to Achieve Breakthrough Execution and Accelerate Growth
Presented by Patrick Thean Amazon Best Seller author
and CEO of Rhythm Systems
Open to all Summit & Salute attendees
TIME TOPIC
10:00 – 10:45am Welcome,Get to Know Your Regional Partner Organizations
11:00 – 11:10am Announcements and Agenda Overview
11:10 – 11:45am Forum Team Meeting
12:30 – 1:00pm A Message from WBENC’s President & CEO and Board Chair
1:00 – 2:45pm Industry Panel
3:00 – 5:00pm Keynote Speaker: Patrick TheanHow to Achieve Breakthrough Execution and Accelerate Growth
Contact Lindsay Burger for additional questions [email protected] or 202-872-5515 ext. 8102
PRESENTING SPONSORS
PLATINUM SPONSORS DIAMOND SPONSORS
TRIBUTE TO EDUCATION PATRONS
GOLD SPONSORS
SILVER SUPPORTERS
PRESIDENT’S CIRCLE
World Class Supply Chain Solutions
12 PRESIDENT’S REPORT // FEATURES
CORPORATE SPOTLIGHT
AT&T: A COMPREHENSIVE APPROACH TO WBE DEVELOPMENTWITH A PRIME SUPPLIER PROGRAM DATING BACK TO 1989, AT&T HAS LONG BEEN DEVELOPING AND HONING ITS ABILITY TO
SET, MEET, DEVELOP, IMPROVE, AND TRACK ITS GOALS WITH WOMEN, MINORITY, AND SERVICE DISABLED-VETERAN OWNED
BUSINESSES IN THEIR SUPPLY CHAINS THROUGH SUBCONTRACTING AND VALUE-ADDED RESELLER ARRANGEMENTS.
“AT&T has been committed to
cultivating Women Business
Enterprises in our global supply chain
for decades, and has built a multifaceted program
to encourage their growth within and outside our
organization,” said Janet Murrah, Assistant Vice
President, Supply Chain Diversity.
The Prime Supplier Program has dedicated
Supplier Diversity managers who collaborate with
Prime Suppliers to set Supplier Diversity goals,
create plans, develop solutions for improvement,
and track and review results while managing
process improvements for monthly reporting, as
well as tracking annual compliance results for the
program. As a result of these efforts, the annual
Prime Supplier Diversity Plans reflect an increased
understanding of attainable goal setting and portray
innovative solutions
The AT&T Supplier Diversity organization consists
of employees who connect certified diverse
businesses with opportunities to provide products
and services to AT&T around the world. Supplier
Diversity Sourcing Managers interact with and
focus on active diverse suppliers. They identify
opportunities to increase spend with these
suppliers. This helps both AT&T and suppliers
meet their corporate goals. Also, Channel
Management Managers target new Supplier
Diversity opportunities during the front-end process
within the AT&T business units (i.e. finance,
advertising, corporate strategy, legal). Further,
Channel Management Managers build relationships
with their internal clients to bring supplier
diversity awareness; and to implement supplier
diversity recommendations/solutions to increase
AT&T’s diversity spend. In addition, Stakeholder
Managers focus on outreach involvement and both
internal and external stakeholders. Internal AT&T
participation includes senior-level management.
Moreover, AT&T Supplier Diversity external
L to R: Benita Fortner, Chair, WBENC Board; Yvette Mouton, AT&T Supplier Diversity Manager, AT&T Supplier Diversity; Oliver Turman, Director, AT&T Supplier Diversity; Pamela Prince-Eason, President & CEO, WBENC
WWW.WBENC.ORG // JANUARY EDITION 2015 13
outreach activities increase AT&T’s visibility in the
community, and help identify potential suppliers.
AT&T Senior Contract Managers are required to follow
an internal formalized set of operating practices
where supplier diversity is integrated into each step—
AT&T’s Six–Step Contracting Process clearly outlines
the active role AT&T Senior Contract Managers play
in promoting the inclusion of Women’s Business
Enterprises (WBEs) within the AT&T Supply Chain.
This exemplary work has led AT&T to be awarded
WBENC’s America’s Top Corporations for WBEs for
each of the 15 years that the recognition has been
in existence.
The AT&T Supplier Diversity team works
interactively to perceive and develop opportunities
for diverse and women’s businesses. Additionally,
the company encourages executive engagement
with the team. Their progress in sourcing women’s
and diverse businesses is visible internally and
reviewed by key officers including Susan Johnson.
Officers whose businesses achieved the company’s
goal of 21.5 percent or greater diverse spending
are bestowed The Harden Award named after Tim
Harden, former AT&T President of Supply Chain &
Fleet Operations.
“By identifying and promoting diverse businesses,
we’re able to deliver world-class products and
services that meet our customers’ needs. Diverse
suppliers bring AT&T innovative solutions, lower
cost structures, and faster service and delivery.
Today, these businesses continue to be key
suppliers on AT&T’s top initiatives to deliver
technology and entertainment products and
services to our customers,” said Murrah.
Simultaneously, AT&T employs numerous strategies
to develop WBEs. These include a WBE Coaching
program for over 85 women for whom managers
look out for opportunities for expanded contracts.
Additionally, in 2013, the Global Supplier Diversity
team created a new program with John F. Kennedy
University to support and grow existing diverse
businesses within the AT&T’s supply chain.
AT&T sponsored 14 diverse CEOs to attend a
five-month program for both new businesses
and companies that have been in existence for
years, focused on transforming their businesses
into more successful ventures. In addition, AT&T
funds its Executive Scholarship Program, an
executive entrepreneur training with scholarships
to many major universities across the nation. These
scholarships are targeted at small and medium
business enterprises. In 2013, AT&T awarded
16 scholarships. These executive management-
training programs offered techniques on how to
achieve operational excellence through lectures
and expert coaching.
In terms of external networks, AT&T is actively
involved in WBENC and six of its Regional Partner
Organizations from New York to California. It has
also identified organizations helping them to reach
technology groups, such as Women 2.0 and
Women in Technology International.
AT&T encourages WBEs to explore international
operations, alliances and joint ventures to
remain competitive. They also collaborate
with organizations such as China WEConnect
International to help WBEs secure multinational
corporate contracts. AT&T “Ambassadors” spread
the importance of the program all over the world.
An example of an outstanding WBE is ProSys
Information Systems, founded by President
Michelle Clery. ProSys delivers customized
IT solutions backed by comprehensive
engineering expertise, best-in-class products,
and a professional staff of nearly 350 employees.
Founded in 1997, the company helps its clients
assess, design, acquire, implement and support
IT hardware and software solutions. It strives to
help clients minimize their cost structure, increase
the effectiveness of their supply chain, secure
their network, and develop a customized storage
management solution.
AT&T has worked with ProSys since 1998 and
has been instrumental in assisting ProSys with
developing manufacturer relationships, identifying
sourcing opportunities and championing ProSys
internally. Externally, AT&T acknowledges its long-
standing relationship with ProSys to other buyers
and partners.
AT&T and ProSys work together to expose diverse
suppliers to opportunities in AT&T’s Global Supply
Chain organization.
“AT&T has been instrumental in assisting ProSys
with developing manufacturer relationships
which they would not have had without AT&T’s
introductions and innovation. When the AT&T
team sees an opportunity where the ProSys skill
set would be an advantage, AT&T champions the
introduction and provides support to make sure
ProSys capabilities are recognized,” said Michelle
Clery, President, ProSys.
// FEATURES
“AT&T has been instrumental in assisting ProSys with developing manufacturer relationships which they would not have had without AT&T’s introductions and innovation. When the AT&T team sees an opportunity where the ProSys skill set would be an advantage, AT&T champions the introduction and provides support to make sure ProSys capabilities are recognized.”
AT&T is an outstanding advocate for WBE’s success. Please navigate the following website to learn more about AT&T Global Supplier Diversity. www.attsupplierdiversity.com.
14 PRESIDENT’S REPORT // FEATURES
CORPORATE SPOTLIGHT
CHEVRON: FUELING WOMEN’S BUSINESS GROWTH WITH THE GOAL OF PRODUCING FORWARD-
LOOKING ENERGY SOLUTIONS FOR ITS
INDUSTRIAL AND CONSUMER CLIENT
BASE, CHEVRON FUELS WOMEN’S BUSINESS ENTERPRISE (WBE) GROWTH BY HELPING THEM ACHIEVE GREATER CAPACITY,
MARKETPLACE ACCESS, AND INDUSTRY KNOWLEDGE.
“We believe a supply chain that
reflects the communities where
we live and work provides a
competitive advantage for us,” says Chevron Chief
Procurement Officer Maria Lindenberg. “Through
women’s business development, we can hone
that advantage and contribute meaningfully to our
business and the community.”
Chevron’s divisions span its Upstream businesses,
such as exploration and production technology,
including renewable energy; Midstream, such
as pipeline transportation and shipping; and
Downstream, processing fuels at the refineries and
distributing them to the marketplace.
This variety creates opportunities for WBEs ranging
from non-traditional business, such as oil rigs and
construction, to technology and strategic planning.
What WBEs have in common, however, are ways to
drive innovation and efficiencies to any project they
undertake.
Betsy Hosick, General Manager Procurement
Downstream, Midstream, and Services and WBENC
National Board Member, points out, “Working with
WBENC and its certified WBEs helps us identify
those suppliers who can help us creatively solve the
challenges facing our business units.”
In addition to its business goals, Chevron focuses
on its social priorities, including health, education
and economic development. “We are committed
to benefiting the communities that we serve,”
adds David Feldman, Manager, Supplier Diversity.
It follows that the company supports diverse and
women’s business development towards creating
economic vitality and jobs creation.
To achieve this, the company works actively with
internal and external partners. Internally, Chevron
has a network of some 30 practitioners across its
business units who manage and advocate for WBE
suppliers. The group meets on a bi-monthly basis
to share best practices, uncover opportunities and
deliver training.
“Our strategy is to foster engagement by
articulating the value of a diverse supply chain in
a way that is valuable to the business,” Feldman
says. “Business lines understand that diverse
suppliers are often positioned to deliver goods
and services faster, safer, better, and more cost
effectively.”
Chevron’s supplier diversity team leverages internal
partners in the social performance and public
affairs departments. With the common interest of
1
WWW.WBENC.ORG // JANUARY EDITION 2015 15// FEATURES
women’s business development, they collaborate
on such initiatives as mentoring, suggestions for
capacity building, and performance improvement.
The team also introduces WBEs into new
businesses lines and provides context for where
the company is headed strategically.
Externally, Chevron works with a range of
organizations including WBENC and six Regional
Partner Organizations, such as the Women’s
Business Enterprise Alliance, the Astra Women’s
Business Alliance, and local Chambers of Commerce.
“Coordination and advocacy at the national level
is important and allows us to work with suppliers
that have national and global capabilities. At the
same time, our involvement at regional levels is
key to understanding their economic development
needs,” Feldman says.
In 2014, Chevron hosted Astra’s annual conference
at Chevron’s headquarters in San Ramon,
California. This year, Chevron is a Co-Chair of the
WBENC National Conference & Business Fair in
Austin, Texas.
“Access and exposure enable WBEs to pursue
business. It may be an invitation to an event
or a seat at a corporate table; or it could be
a scholarship to the Tuck-WBENC Executive
Program,” Feldman adds.
One WBE supplier that is supporting Chevron’s
goals of safety and sustainability is Arbill, headed
by President and CEO Julie Copeland, Chair of
the WBENC Forum and former WBE Star. She
met Chevron executives through her RPO, the
Women’s Business Enterprise Council PA-DE-
sNJ, and nurtured a relationship over time. Today
Arbill supplies Chevron with safety equipment for
its work in the Marcellus Shale in Pennsylvania –
from leather gloves to safety glasses and hearing
protection.
Arbill is continuing to pursue other opportunities for
its goods and safety services at the company.
“Chevron truly stands behind creating opportunities
for women-owned businesses and is demonstrating
this commitment by paving the way for us to get
access to other opportunities,” Copeland says.
Chevron sponsored Arbill for the Tuck-WBENC
Executive Program, which was attended by
Robyn Zlotkin, Arbill Executive Vice President and
Copeland’s sister.
Among the many other WBEs serving Chevron
are former WBE Stars Jennifer Jeansonne,
President, Eagle Consulting LLC, an international,
independent, upstream oil and gas consulting firm,
and Jane Henry, co-founder and CEO of Xcution,
a consulting company specializing in change
management and process development.
Founded in 2002, Xcution grew exponentially
following WBENC-Certification in 2010 and the
game-changing support of the WBE network. Today
the company serves clients across the country but
retains a focus on energy and health care. Chevron
sponsored Henry’s participation at the Tuck-
WBENC Executive Program in 2011 and she was
named a WBE Star in 2014.
Henry has worked for numerous business lines
at Chevron, starting with her catalyzing an
employee’s “multi-million dollar idea into a billion
dollar outcome.” Since then, Xcution has helped
her Chevron clients define and implement their
business cases, working with their teams on day-to-
day operations and towards achieving their goals.
“Dave Feldman and Mia Spicer on his team are
great advocates for us, making sure that we have
the opportunity to bid on contracts. Most often, we
win them,” Henry says.
As a 14-year recipient of the WBENC’s America’s
Top Corporations for WBEs award, Chevron is a
true advocate of WBEs across its organization.
“Chevron truly stands behind creating opportunities for women-owned businesses and is demonstrating this commitment by paving the way for [Arbill] to get access to other opportunities.”
1 The Chevron Business Fair
2 Jane Henry, President of Xcution, Inc.
3 Robyn Zlotkin, Arbill Executive Vice President and Julie
Copeland, Arbill President & CEO
For more information see www.chevron.com/productsservices/supplierinformation/supplierdiversity
2 3
16 PRESIDENT’S REPORT // FEATURES
CORPORATE SPOTLIGHT
ENERGY FUTURE HOLDINGS: LIGHTING THE WAY FOR WOMEN’S BUSINESS GROWTH ENERGY FUTURE HOLDINGS POWERS WOMEN’S BUSINESS GROWTH THROUGH EXEMPLARY INITIATIVES DESIGNED TO PREPARE,
CULTIVATE, AND RECOGNIZE WOMEN’S BUSINESS ENTERPRISES (WBEs) AS SUCCESSFUL SUPPLIERS TO ITS BUSINESS LINES.
Its companies include TXU Energy, which
provides electricity to more Texans than any
other retailer, and works with a wide range
of suppliers including marketing and office
machinery, and Luminant, a competitive power
generation business in the nuclear, coal, or wind-
generated electric fields, tends to require capital-
intensive suppliers.
EFH’s commitment to women’s business growth
begins with its policy statement but can be felt
throughout the entire organization. The Internal
Supplier Diversity Advisory Committee, which
includes John Young, EFH President and CEO,
and key C-suite leaders of EFH companies, human
resources and legal affairs is fully supportive of the
mission and as a result EFH has been recognized by
WBENC as an America’s Top Corporation for WBEs
for all 15 years of the award’s history. The Committee
is chaired by Cheryl Stevens, VP Supplier Diversity
who is also the former Chair of the WBENC Board.
These executives are visible advocates, regularly
attending important events such as EFH’s
cornerstone Gold Star Awards recognition program
honoring some 200 employees, suppliers,
and regional partners every year. This event is
structured as a reception featuring Young as the key
speaker and networking to strengthen the bonds
among EFH, its suppliers, and the community.
“Together we help drive women’s economic
development,” Young says. “We know that a
community does better when all of its constituents
have a seat at the table.”
In 2014 EFH launched its innovative
Prequalification Program to help women and
diverse suppliers learn exactly what kinds of
certifications and expertise they need before
submitting an RFP. EFH invites them to a
commercial site, mine, or power plant to hear
1 2
WWW.WBENC.ORG // JANUARY EDITION 2015 17// FEATURES
what is required directly from the line operators.
For example, safety and knowledge of OSHA
regulations is key at any EFH facility.
“We hosted 10 suppliers this year who each brought
three people with them,” Stevens said. “It’s a
powerful way to prepare potential suppliers for a bid
and give them a chance to acquire the credentials or
capacity they may need to win the business.”
EFH also hosts large WBE multi-tier events at
their Dallas headquarters for 100 existing and
prospective suppliers. During the event, prime
suppliers can answer questions from their booths
or tables; and EFH leaders share the company’s
vision and needs.
EFH is taking these suppliers to a new level with a
program to proactively grow their business across
EFH as well as other corporations. This includes
facilitating mutually agreed upon introductions
inside and outside the industry to increase their
customer base and support long term sustainability.
Among the WBEs that may benefit is Point 2
Point Global Security, Inc., led by CEO Stephanie
Point. The company provides armed and unarmed
security officers for EFH Corporate Offices as well
as all of its fossil power plants and mine sites
across the state of Texas.
“When EFH was looking for a new supplier of
security forces, we quickly saw that Point 2 Point
would be an excellent provider. They are large
enough to serve our diverse needs, but flexible
enough to design their program specifically to meet
our expectations,” Stevens said.
Point relocated her company’s corporate offices
to the Dallas area to show her support of EFH and
more effectively serve her largest client, and has
continued to grow its service to EFH. Point 2 Point
won the prestigious Gold Star Award after only
18 months into the contract. Point 2 Point serves
major corporations across the country.
Another longtime EFH supplier and two-time Gold
Star winner is CESCO, Inc., led by President & CEO
Billie Bryant Schultz. She has worked with Stevens
since the 1990’s in the early years when Bryant
Schultz was selling office equipment. “Stevens was
visionary enough to allow us to bid against Xerox –
and we won,” Bryant Schultz recalls.
Since then the company has continually innovated
to anticipate and meet the facilities management,
printing equipment and software needs within the
EFH family of companies across Texas.
CESCO represents seven leading manufacturers
of printers and software – so it knows the voids in
services and steps in adroitly to fill them. Currently
the company is guiding EFH to optimize its total
fleet of multifunctional devices and digitize current
workflow with software that takes time and distance
out of their business processes.
“We provide the best of both worlds – access to
world class equipment software technologies, and
the agility to fill gaps for our clients when partnering
with the manufacturers is needed,” Schultz said.
It is not a coincidence that Point and Bryant Schultz
are also members of the Host Committee for the
2015 WBENC National Conference & Business
Fair. They believe passionately in working with other
WBEs and in giving back to their communities.
Stevens points out how important it is for WBEs
to purchase from each other, and if possible the
goods and services from corporations – such as
WBENC Corporate Members – that are dedicated
to their success. “My vision is that we all support
each other,” she says. “It becomes a way of life.”
“We provide the best of both worlds – access to world class equipment software technologies, and the agility to fill gaps for our clients when partnering with the manufacturers is needed.”
www.energyfutureholdings.com
1 EFH Facilities Team wins Gold Stars: Sammy Bellows, Chris
Hasek, Kevin Chase, Mark Riviere, Steve Gudbjartsson
2 EFH CEO John Young at Gold Star Awards
3 Luminant CEO Mac McFarland presenting Gold Star Award to
Terri Quinton, CEO of Alliance of Diversity Printers (ADP)
4 TXU Energy CEO Jim Burke presenting Gold Star Award to
Stephanie Point, CEO of Point 2 Point Global Security, Inc
3 4
18 PRESIDENT’S REPORT
CORPORATE SPOTLIGHT
UPS: BUILDING A NETWORK OF OPPORTUNITIES FOR WBEsONE OF THE DISTINGUISHING CHARACTERISTICS OF UPS AS A DRIVER OF WOMEN’S BUSINESS GROWTH IS ITS NETWORK
OF ADVOCATES FANNING OUT ACROSS THE CORPORATION AND THE COUNTRY. WITH LONGTIME SUPPORT FROM THE TOP
OF THE ORGANIZATION, A FLEET OF BUYERS ATTUNED TO THE MISSION OF SOURCING OUTSTANDING WOMEN’S BUSINESS
ENTERPRISES (WBES), AND SEATS AT THE TABLE OF WBENC AND NUMEROUS REGIONAL PARTNER ORGANIZATIONS; UPS
SURFACES MAJOR BUYING OPPORTUNITIES AND THE WBES TO FULFILL THEM.
This network, fortified by the dedication of
leaders such as Gary Kallenbach, Chief
Procurement Officer at UPS, is one of the
reasons that it has been named America’s Top
Corporation for Women’s Business Enterprises by
WBENC every year since inception of the award.
UPS’s Director of Supplier Diversity and Treasurer
of the WBENC Board, Kathy Homeyer, explains
the importance of personal stewardship in carrying
out the company’s commitment to hiring women
and diverse suppliers. “For us to be successful,
we need to touch everyone. Our buyers are alert to
distributing major RFPs to competitive WBEs; and
our representatives who are active in the RPOs can
keep us apprised of new WBEs as well as regional
contracts that come up.”
UPS has numerous business areas that source
WBEs starting with the corporate office where most
of the buying takes place for goods and services,
from uniforms to office supplies. The company also
has a concentration of IT needs in New Jersey. Its
airline group looks for suppliers of services from
construction to cleaning. UPS’s overall supplier
diversity spend goal is five percent and marks the
progress of all areas against goals in a disciplined
scorecard. When Tier One openings are difficult to
fill, as in large-capacity, thinly-margined areas such
as fuel, the company encourages Tier Two WBE
contacts.
UPS “ambassadors” of women’s businesses such
as Kallenbach are game-changers in surfacing
opportunities for WBEs, making the extra effort of
getting to know their capabilities. At the same time,
1 2
// FEATURES
WWW.WBENC.ORG // JANUARY EDITION 2015 19// FEATURES
UPS mines the professional talent pool of WBEs
in the WBENC network because they consistently
deliver quality services and look for new ways to
help UPS achieve its goals.
Sharon Olzerowicz, President and CEO of Hired
by Matrix, Inc., one of the longest-standing
WBE suppliers for UPS, has worked with the
company even before her company became
WBENC-Certified in 1999. “We have grown as
UPS has grown. We have expanded our presence
and footprint in staffing projects from Portland
to Atlanta, and from supporting the mainframe
computers of the past to developing mobile
apps for the future.” She applauds Homeyer’s
partnering approach to their work together. “Kathy
has enabled us to move into new areas and
develop new competencies. Partnering with a
technologically advanced company such as UPS
has afforded us the opportunity to participate in
this space with corporations that are all leaders in
their fields.”
Avion Systems’ President and CEO Kanchana
Raman has worked with UPS for over 12 years.
Her business with the company has grown
through ongoing inquiries into new ways to provide
technology staffing services to various UPS facilities
nationwide. Moving forward, Avion is working
on taking the relationship to the next level, from
technology staffing to project solutions in the areas
of analytics and big data under the guidance of
corporate mentorship.
“The UPS team is always accessible for questions,
guidance, and mentorship. This helps us to know
UPS is Platinum Sponsor of Georgia Mentor Protege Connection to build small business capacity. Class of 2103 pictured here.
1 UPS 2013 Top Corporations Award being received by Gary
Kallenbach, Chief Procurement Officer (center) with WBENC
Board Chair Benita Fortner (L) and WBENC President & CEO
Pamela Prince-Eason (R)
2 UPS Booth at WBENC 2014 National Conference & Business
Fair. L to R: UPS Director Supplier Diversity Kathy Homeyer; UPS
Commodity Manager David Hunt; Amy Winfield, President of
Suburban Auto Seat Co., Inc.
3 L to R: Kanchana Raman, President & CEO, Avion Systems;
Roz Lewis, President & CEO at Greater Women’s Business
Council; Lisa Johnson, Commodity Manager, UPS; Sharon
Olzerowicz, President and CEO of Hired by Matrix, Inc.; Kittie
Watson, President, Innolect
3
20 PRESIDENT’S REPORT
the areas they are focusing on and how to align
with their vision and goals,” Raman says. “It also
extends to inviting me to events where I can meet
key decision makers and diversify my business.
Kathy Homeyer and her team are very caring, and
they make us feel like friends rather than having a
client-vendor relationship.”
Mentorship is a hallmark of UPS and Homeyer’s
approach to WBE growth. What started as a formal
mentoring program for Amy Winfield, President of
Suburban Auto Seat Co., Inc, has become a lasting
friendship. “Amy jumped right in, getting involved
with WPEO-NY and attending the Tuck-WBENC
Executive Program. We opened doors for her at
major WBENC Corporate Members and she took
the advice and ran with it,” Homeyer says.
UPS has been a supporter of the Tuck-WBENC
program and has sponsored Wendy Wilson,
President of AC Flag & Banner, as well as Winfield.
The UPS network extends beyond the buyer-WBE
relationship to a variety of support for WBENC and
seven RPOs. For the WBENC National Conference
& Business Fair in Philadelphia in 2014, UPS
tapped its women’s Employee Resource Group to
provide a large team of volunteers to support Host
Council WBEC PA-DE-sNJ. The company’s policy
giving employees credit for volunteer hours speaks
to its commitment for making a difference at the
community level. In a different kind of giving, the
UPS Foundation recently gave a $25,000 grant to
the Center for Women & Enterprise (CWE) to be used
towards technology upgrades and enhancements.
“Our employees share a passion for giving back,”
she says. The same can be said of UPS and
Homeyer for an authentic commitment to WBE
success.
4 Team UPS at Go for the Greens: UPS executives and
ambassadors including UPS Director of Supplier Diversity Kathy
Homeyer, third from right; UPS Florida District Manager David
Ruiz, center, and President or UPS Americas Region Romaine
Seguin, second from right
5 Kathy Homeyer and Sharon Olzerowicz at Go for the Greens
6 UPS Director Supplier Diversity Kathy Homeyer with Amy
Winfield, President of Suburban Auto Seat Co., Inc. nominated by
UPS and winner of Enterprising Women Award
7 UPS Booth at 2014 WBENC National Conference & Business
Fair (L to R) UPS Director of Supplier Diversity Kathy Homeyer,
Local UPS staffer from Philadelphia, and Estrella Cramer, UPS
Procurement, Atlanta
4
6 7
5
ups.supplier.ariba.com
// FEATURES
ups.supplier.ariba.com
// FEATURES
SAVE THE DATE
JUNE 23 - 25, 2015
2015
AUSTIN, TEXASWBENC 2015 NATIONAL CONFERENCE & BUSINESS FAIR
FOR MORE INFORMATION, PLEASE VISIT http://conf.wbenc.org/
Co-Chairs
22 PRESIDENT’S REPORT // CERTIFICATION
FOCUS ON FORUM
INCOMING FORUM LEADERSHIP PROFILES
As WBE Co-Chair of the 2014 WBENC National
Conference & Business Fair, IPAK CEO and
President Karen Primak is attuned to the benefits
of raising visibility for WBENC.
So it is no surprise that she is enthused about
stepping into the role of Chair of the Forum’s
Marketing Team. “I believe in the organization
because I have experienced success directly
because of my involvement in it. IPAK’s 30
percent growth this past year can be attributed to
the connections we have made through WBENC,”
she says.
IPAK produces highly differentiated sales,
marketing, and educational tools for its world-
class clients. Using award-winning ingenuity,
deep industry knowledge, and scientific attention
to process excellence, IPAK delivers printing,
packaging, technology, and video solutions that
engage their clients’ audiences and achieve
ongoing cost savings. The company’s 125,000
square foot state-of-the-art facility is located on 15
acres in southern New Jersey.
Primak looks at the entire WBENC network as
a source of energy and support – and wants to
ensure that other Forum WBEs experience that
as well. “WBENC’s mission is bigger than any one
business,” she says. “We have strength in numbers
and this can have a groundswell effect on WBE-
WBE business development.”
She was thrilled with the WBE-WBE MatchMaker
Sessions in 2014 and hopes that 2015 will bring
more WBE-WBE contracting. At the same time she
provides a note of reality for WBEs looking to build
business. “It takes perseverance and commitment
to achieve results with both corporations and
other WBEs. That is why it is so important to get
engaged.”
Primak practices what she preaches. She drives
workforce diversity as a key value at her company.
She has served on the Membership & Revenue
Generation Team. She is an active participant in
her RPO, the Women’s Business Enterprise Council
PA-DE-sNJ, where she is an Envoy bringing
other WBEs into the organization and for which
she serves on the Board. For its legendary “Just
Desserts” event, she donated branded dessert
boxes.
She generates this creativity at her own business.
For example, IPAK’s ideation and manufacturing
of continuity mailers for Fox Sports resulted in
double-digit ad sales increases. For a national
testing organization, it devised a student test book
identification and distribution system that reduced
scoring error rates from six to one percent.
KAREN PRIMAK President and CEO IPAK, Inc.
CHAIR, FORUM MARKETING TEAM
“WBENC’s mission is bigger than any one business. We have strength in numbers and this can have a groundswell effect on WBE-WBE business development.”
WWW.WBENC.ORG // JANUARY EDITION 2015 23// CERTIFICATION
Lynn Griffith, President & CEO of Welcome
Events, Inc., had been in business for 20 years
before becoming WBENC-Certified. That was
10 years ago and she attributes her professional
success to that move. In particular, she values the
network of WBEs who have helped her to achieve
“phenomenal personal and business growth.”
“When my business became certified, it provided
tremendous access to corporate decision makers
and knowledge resources for business building. At
the same time, I got a peer group which has been
just as meaningful,” she says. This year Griffith is
stepping up to the position of 1st Vice Chair for the
Forum Marketing Team.
“I am so energized about raising awareness of
WBENC’s value proposition and encouraging
WBEs to spread the word about it,” she says. She
is also intent on reaching out to corporate clients
and getting them to come on board as Corporate
Members or sponsors.
Welcome Events is a national events company
providing extraordinary experience for corporate
clients – with spectacular events from Dubai to
Costa Rica – and team building that represent the
goals and values of each client.
The company’s downloadable Walking Tours of
12 major U.S. cities – which includes Austin, the
site of the 2015 WBENC National Conference &
Business Fair, and Philadelphia, the location of
the 2014 event – are popular promotional items at
trade show booths in those places.
Griffith has been a long-time supporter of WBENC
and her RPO, Women’s Business Development
Council – Florida, which named her WBE of the
Year in 2009. She has been part of the Forum
for a number of years and had served on the
Certification team previously.
She was a member of the Host Committee for the
2006 National Conference & Business Fair and a
WBE Star in 2007. She was the first WBE to serve
on the WBDC – Florida Board, serving for four
years as Vice Chair.
“I love the energy of the Forum’s new teams and
members. It is fabulous to be a part of it,” she says.
www.welcomeevents.com
LYNN GRIFFITH President and CEO Welcome Events, Inc.
1ST VICE CHAIR, FORUM MARKETING TEAM
“When my business became certified, it provided tremendous access to corporate decision makers and knowledge resources for business building. At the same time, I got a peer group which has been just as meaningful.”
Prior to joining IPAK in 1997, Primak spent nearly
a decade building brands while working in account
management for various advertising agencies in
New York. Now she is excited to continue this with
WBENC.
“WBENC’s Marketing VP Pat Birmingham is terrific
and I was excited for the opportunity to work with
her. It is going to be a great year,” she says.
www.ipak.com
24 PRESIDENT’S REPORT // CERTIFICATION
Carrie Brewer Martinez, President and CEO of CM
Productions, Inc., spends her days leading an
award-winning script to screen video production
company of “intelligent visual storytellers” who
enable prominent corporate, government and
nonprofit organizations to convey their brands
memorably.
CM Productions prides itself on crafting its clients’
stories with the right tone and feeling to reach their
audiences and achieve their communication goals.
“Video is extremely effective at driving an emotional
reaction and memory of a brand,” Martinez notes.
The company further distinguishes itself by taking
a strategic approach in planning the project’s
production work, which can include high definition
video, still photography, and graphic design. By
understanding the client’s overall communications
program, the output can be used for multiple
projects such as video, print, web, and display.
Additionally, CM Productions made an investment
in its own media asset management system,
which helps find assets quickly so their clients can
reuse them. This special service was enabled by a
down payment provided by Lillie Knox Investing in
Growth Award from the Women’s Business Council
Southwest.
Martinez is a member of the Host Committee for
the 2015 National Conference & Business Fair
in Austin. Now Martinez will be lending her skills
to the Forum as the new 2nd Vice Chair of the
Marketing Team. She is passionate about the
prospects of telling WBE stories as illustrations of
the innovation and benefits that they bring to their
clients, as well as their opportunities to acquire
business expertise and build networks through
WBENC.
“I am really excited about helping to get the word
out about what WBENC is doing for women’s
businesses,” she says.
Prior to her new role on the Forum, Martinez
served on the Domestic Programs Team. She is
also actively involved on the RPO level with the
WBCS as an ongoing supporter and is a sponsor of
the Council’s 20th Anniversary celebration.
Serving on the Done Deals Committee has given
her insight into WBE contract success stories.
Additionally, Martinez has been active in the
welcoming and orientation of new WBEs in the
region.
“I have enjoyed helping new WBEs to make the
connections with other WBEs and Corporate
Members,” she says. “Now I want to leverage my
storytelling skills to help engage potential WBEs.
We can show that the work we are doing is making
a difference in connecting corporations to high
quality suppliers,” she says.
CARRIE BREWER MARTINEZ President & CEO CM Productions, Inc.
2ND VICE CHAIR, FORUM’S MARKETING TEAM
http://www.cmproductions.tv
“I have enjoyed helping new WBEs to make the connections with other WBEs and Corporate Members. Now I want to leverage my storytelling skills to help engage potential WBEs.”
WWW.WBENC.ORG // JANUARY EDITION 2015 25
As the new 2nd Vice Chair of the Forum Global
Programs Team, Jennifer Collins brings a savvy
knowledge of global business development to the
position. She has operated in locations such as
Europe and Africa and believes in the value of
WBENC and WEConnect as resources; she hopes
other WBEs will do the same.
“At the Forum we want our WBEs to leverage the
global networks available to them so they can
propel their companies to the next level,” Collins
says. “WBENC and the Forum can streamline
the learning process. Once WBEs perceive the
possibilities and acquire the strategies, the door is
open to a broader global marketplace.”
Connecting and communicating are key elements
of success for The Event Planning Group (TEPG),
the award-winning communications company
that Collins heads as President and CEO. TEPG
specializes in delivering its clients’ messages
through event management, technology, and
communications solutions. Since its founding it
1997 it has enabled its government, nonprofit and
corporation clients to communicate key values,
showcase innovation and strengthen relationships.
It has achieved an impressive 150 percent growth
in the last three years alone. While much of that
growth was due to attaining long-term contracts
with the federal government, which take years to
cultivate, Collins also prides the company’s success
on its client retention.
“We are brand managers ensuring that every
touch point is strategically delivered with precise
execution,” she says. TEPG has developed
particular strength in important issue areas such
as education, science and health, launching the
new food pyramid for the U.S. Food and Drug
Administration. TEPG was selected to participate
at a press event recognizing the Small Business
Jobs as well as the Credit and Tax Relief Acts with
former Speaker of the House Nancy Pelosi and
former Majority Leader Steny Hoyer.
Collins is an articulate advocate for giving back
through WBENC and serving on the Forum,
which she joined in 2011. She has served on the
Marketing Team at the Forum and believes solidly
in devoting their time. “Serving on the Forum
Teams is so valuable in terms of the knowledge
and the relationships you can build,” she says.
Collins has long taken on leadership roles within
WBENC and its RPOs. She was Chair of the Host
Committee for the 2010 National Conference &
Business Fair in Baltimore. That same year she
was a WBE Star. She currently serves as Vice Chair
of the Board of Directors for the Women Presidents’
Educational Organization – DC. She participated in
the Tuck-WBENC Executive Program.
Collins has earned the coveted industry
designations of Certified Meeting Professional
(CMP) and Certified Government Meeting
Professional (CGMP).
http://www.tepgevents.com
// CERTIFICATION
JENNIFER COLLINS President and CEO The Event Planning Group
2ND VICE CHAIR, FORUM GLOBAL PROGRAMS TEAM
“At the Forum we want our WBEs to leverage the global networks available to them so they can propel their companies to the next level.”
26 PRESIDENT’S REPORT // CERTIFICATION
Imelda Alejandrino, CEOAP42, Inc.
Advertising/Marketing ServicesAstra
Judith Anderson, CEOIdentity Systems, Inc.
ManufacturingORV-WBC
Doreen Blades, PresidentUS Eco Products Corporation
Wholesale TradeCWE
Jori Blumsack, COOThe Vesume Group, LLC
Employment ServicesCWE
Lisa Michele Chretien, President, CEOEventMover, Inc.TransportationWBEC-West
Amy Criss, Director of WBE Sales84 Lumber Company
ConstructionWBEC PA-DE-sNJ
Stacie Curtis, PresidentCW SolutionsReal EstateWPEO-NY
Courtney Davis, CEOBart’s Office Furniture Repairs, Inc.
Other Professional ServicesWBEC-South
Fran Dichner, PresidentAries Group, Inc
Engineering ServicesCWE
MEET THE NEW
FORUM TEAM REPRESENTATIVES
Shellee Fisher, OwnerShellee Fisher Photography
& Design, LLCPhotographyORV-WBC
WWW.WBENC.ORG // JANUARY EDITION 2015 27// CERTIFICATION
MEET THE NEW
“I am hopeful that I can be an asset to both the Forum as well as to other WBE’s. I feel strongly that their growth and meaningful relationships will ultimately benefit me and my company.”
— Angela Horne CEO, MediaScript, LLC
FORUM TEAM REPRESENTATIVES
Susie Galyardt, Founder, President & CEO
XIOSS, Inc.Information Technology/Management
GWBC
Theresa Ghafari, PresidentG-TECH Services Inc.Employment ServicesWBEC-Great Lakes
Shani Godwin, PresidentCommunique USA, Inc.
Advertising/Marketing ServicesGWBC
Janet Goldberg, PresidentOmniSource Marketing Group, Inc.
Advertising/Marketing ServicesWBEC-Great Lakes
Kay Hamilton, President, CEOThe Hamilton Group
DistributionWPEO-DC
Jane Henry, PresidentXcution, Inc.
Consulting ServicesWBEA
Ginny Heron-Doerr, PresidentProShred Security
Other Non-Professional ServicesWBEC PA-DE-sNJ
Angela Horne, CEOMediaScript, LLC
Video/Film ServicesORV-WBC
28 PRESIDENT’S REPORT // CERTIFICATION
“The WBENC Forum represents the bigger picture for WBEs and where this organization is headed. As a business owner, being on the fore-front of new ideas is essential. The Forum consists of savvy business women where sharing of information and ideas is encouraged and appreciated.”
— Jennifer Maier CEO, WDS, Inc.
“The Forum is made up of some amazing women in diverse industries. I am looking forward to connecting with these women to not only network, but to learn from each other on how we can best grow our businesses.”
— Kimberly Lawton Koon President, LAWTON PRINTERS INC
Vivian Isaak, PresidentMAGNUM GROUP, INC
Translation ServicesWBEC PA-DE-sNJ
Jennifer Johnson, PresidentIntermodal Support Services, Inc.
TransportationWBDC-FL
Pamela Kan, PresidentBishop-Wisecarver Corporation
ManufacturingAstra
Kimberly Lawton Koon, PresidentLAWTON PRINTERS INC
Print (Non-Broker)WBDC-FL
Terry Lehmann, CEOTrue Green Enterprises, Inc
DistributionWBDC-FL
Diane Lyon, PresidentACCENT on Arrangements
Event ManagementWBEC-South
Jennifer Maier, CEOWDS, Inc.
WarehousingGWBC
Traci O’Bryan, PresidentArcturis, Inc.
Architectural DesignWBDC-Chicago
WWW.WBENC.ORG // JANUARY EDITION 2015 29// CERTIFICATION
Maureen O’Connor, CEOLEM Products Inc.
ManufacturingWBEC PA-DE-sNJ
“What I am looking most forward to is the opportunity to share insights from successful WBEs on the national Forum with my Regional Partner Organization, WPEO-DC. I have been inspired by the generosity and transparency of the women on the Forum and want to learn, contribute and help other WBEs grow, prosper and realize their potential.”
— Deborah Owens CEO, Owens Media Group LLC
Deborah Owens, CEOOwens Media Group LLC
Consulting ServicesWPEO-DC
Lynn Perenic, PresidentArgent Tape & Label, Inc.
ManufacturingWBEC-Great Lakes
Kathryn Petty, PresidentWhite Lion TeaFood ServicesWBEC-West
Carol Philip, PresidentCPI Creative, Inc.
Other Professional ServicesWBEC PA-DE-sNJ
Gayle Piraino, PresidentGAP Promotions LLC
Advertising/Marketing ServicesCWE
Stephanie Point, CEOPoint 2 Point Global Security, Inc.
Other Professional ServicesWBC-Southwest
Jeanette Prenger, CEOECCO Select Corporation
Consulting ServicesWBDC-Chicago
Terri Quinton, CEOAlliance of Diversity Printers, LLC
Print (Non-Broker)WBC-Southwest
Sharon Reynolds, PresidentDevMar-GS3 Healthcare Alliance, LLC
HealthcareWBEC-South
30 PRESIDENT’S REPORT // CERTIFICATION
“It is an exciting honor and privilege to collaborate with other WBEs and the WBENC Leadership to identify ways to help grow women-owned businesses.”
— Diane Winston Principal, Winston Strategic Partners, LLC
Sandy Russell, PresidentVerve Professional Services
Consulting ServicesWPEO-NY
Rachel Sanchez, CEOPrestige Maintenance USA, LtdOther Non-Professional Services
WBC-Southwest
Jennifer Smith, CEOInnovative Office Solutions LLC
Retail TradeWBDC-Chicago
Karen Tate, PresidentThe Griffin Tate Group, Inc.
Education ServicesORV-WBC
Patricia Vanderpool, PresidentEAP Lifestyle Management, LLC
Other Professional ServicesWBEC-South
Michelle Vondrasek, PresidentVon Technologies, LLC
Information Technology/ManagementWBDC-Chicago
Livia Whisenhunt, President & CEOPS Energy Group Inc
Other Professional ServicesGWBC
Denise Walthers, PresidentThe DW Group
Consulting ServicesWBDC-FL
Barbara Wichmann, CEOArtemia Communications, Inc.Advertising/Marketing Services
Astra
Diane Winston, PrincipalWinston Strategic Partners, LLC
Consulting ServicesWPEO-NY
WWW.WBENC.ORG // DECEMBER EDITION 2014 31// CERTIFICATION
COMPANY AT-A-GLANCECompany Name: Fusion Jerky
Founded: 2014
WBENC-Certified: 2014
Headquartered: San Francisco, CA
Website: www.fusionjerky.com
Twitter Media: @fusionjerky #fuseyourlife
Facebook: www.facebook.com/fusionjerky
Retail: Online, Cost Plus World Market,
Bed, Bath & Beyond
ABOUT THE COMPANYFounder, KaiYen Mai’s family has been in the
jerky business for almost 50 years. In her home
country Taiwan, jerky is a celebrated delicacy,
akin to fine wine. Asian style jerky is typically
very tender and moist. During a climb up Mount
Kilimanjaro, Mai brought along her family’s jerky,
which was a hit with her fellow climbers. Mai
had taken over the family business in 2003,
but during the climb she saw the new direction
she wanted to go in. She says, “I realized that I
wanted to use my family background to create a
healthy jerky for the mainstream market aimed
not only for men but for women and children. I
wanted to fuse the best of both worlds, Asian style
tender texture with American innovative flavors.”
With time and research her ideas came to life and
in August 2014, Fusion Jerky was launched.
ABOUT THE PRODUCTWith 8 exciting flavors, Fusion Jerky is also
all-natural, gluten-free, no preservatives, U.S.
sourced meats, and made in the USA at Fusion
Ranch in Scotts Bluff, Nebraska.
www.womenownedlogo.com
WOMEN OWNED LOGO IN ACTION #buywomenowned
A crowd favorite – similar to a classic
Asian flavor! Careful, it’s addictive!
Try adding Fusion Jerky to your sandwich!
The spiciest jerky with a hint of lime.
Use the flakes at the end of the bag to add a flavor kick to your
soup!
Or heat the jerky in the microwave for 20
secs and add it to your tacos!
If you love Thai food this is going to be
one of your favorite flavors!
Heat it in the microwave for 20 secs and add it to
your curry!
Thanksgiving minus the mashed potatoes
Spicy and a little sweet with a small
kick.
KaiYen Mai at the grand
opening of Fusion Ranch
KaiYen Mai at the Summit
of Mt. Kilimanjaro
WBENC INSIGHTS Access it Today! WBENC Insights is a password-protected site for WBENC-
Certified WBEs, Regional Partner Organizations, and
National Corporate and Government Members with
information on industry forecasts, procurement trends,
government contracting, and skill building.
If you have not yet created an account please check all
mail folders for a message from our media partner,
MobilePaks, a VIA Company, with instructions on how to
login to your account.
Additional information about WBENC Insights can be
found under Resources at www.wbenc.org.
Now Available
WomenPower by ManpowerGroup
Doing Business With Allstate
wbenc.mobilepaks.com
WWW.WBENC.ORG // JANUARY EDITION 2015 33
FAR 101: WHAT YOU NEED TO KNOW ABOUT THE FEDERAL ACQUISITION REGULATIONS (FAR)THE NEW YEAR HAS BEGUN AND 2015 WILL MARK THE START OF YOUR COMPANY’S RELATIONSHIP WITH THE GOVERNMENT
AS A POTENTIAL VENDOR. BEFORE YOU JUMP IN HEAD FIRST AND START PURSUING THE PLETHORA OF FEDERAL CONTRACTS
AVAILABLE, IT IS IMPERATIVE THAT YOU BECOME FAMILIAR WITH THE FEDERAL ACQUISITION REGULATIONS ALSO KNOWN
AS THE FAR. THE FAR SERVES AS THE GOVERNMENT’S PLAYBOOK IN TERMS OF HOW THE VARIOUS AGENCIES SOLICIT BIDS,
AWARD CONTRACTS, HANDLE DISPUTES, AND ENSURE THAT CONTRACTORS PROVIDE SATISFACTORY GOODS AND SERVICES.
All government agencies in the Executive
Branch are governed by the FAR;
however, agencies within the Legislative
and Judicial branches are exempt (such as the
Federal Aviation Administration and the U.S. Mint)
and promote their own procurement practices.
Vendors should also be aware of the supplemental
regulations that some agencies issue specific to
their unique purchasing rules.
It is believed that your knowledge of the FAR is
directly related to the success your company can
have in the federal contracting arena. The more
you know, the more you can grow! As a small
business, it is of paramount importance that
you have an understanding of the FAR in order
to protect your rights and interests (i.e. how to
submit claims for unpaid invoices, how to request
equitable adjustments, how to protest contract
awards, etc.).
As a part of your ongoing professional
development, it is recommended that you spend
at least 1 hour a week studying the FAR. Since
the FAR is quite lengthy and broken into 52 parts,
a good rule of thumb to use is taking a year to
review the entire narrative, which breaks down to 1
section per week. The most current version of the
FAR is available as a PDF and can be accessed at
http://www.acquisition.gov/far/.
Of the 52 parts, there are a few parts and sections that potential vendors should pay close attention to:
PART 2 Understanding Contracting Terms
PART 12 Acquisition of Commercial Items
PART 13 Simplified Acquisition Procedures
PART 19 Small Business Programs
PART 22 Application of Labor Laws
PART 33 Protests, Disputes, and Appeals
PART 36 Construction, Architect-Engineer
Contracts
PART 37 Service Contracting
PART 44 Subcontracting Policies and
Procedures
PART 49 Termination of Contracts
PART 52 Solicitation Provisions & Contract
clauses
Expanding your companies offerings into the
federal contracting arena can be quite lucrative,
provide excellent networking opportunities
and grow your business by leaps and bounds;
however, if you are not fully aware of the rules and
regulations that must be followed, it could lead to
potential legal obligations and the loss of business.
It is important to build a foundation of knowledge
regarding the government’s purchasing procedures
to be successful.
If you need assistance, please reach out to a
SBA office, SCORE Chapter, Small Business
Development Center or Women’s Resource Center
in your area. The staff employed is trained to help
you understand all the intricacies of doing business
with the government. Click here to locate an office
near you.
GOVERNMENT //
34 PRESIDENT’S REPORT
MENTORING THE NEXT GENERATION LILI HALL IS THE FOUNDER AND CEO OF KNOCK, INC., A
FULL-SERVICE CREATIVE AGENCY DRIVEN BY STRATEGY,
CULTURE AND DESIGN. WITH A BACKGROUND IN FASHION
AND APPAREL, LILI LAUNCHED KNOCK IN 2001 AND BECAME WBENC-CERTIFIED IN 2009. THE FOLLOWING YEAR HALL WAS
AWARDED THE 2010 EY ENTREPRENEURIAL WINNING WOMEN AWARD, AND IN 2014 SHE WAS NAMED A WBENC WOMEN’S
BUSINESS ENTERPRISE STAR.
THE IMPORTANCE OF MENTORING
The EY Winning Women program gave Hall an
opportunity to reflect, “when I won I was thinking
to myself that I hope by the time my daughters
grow up there isn’t a separate category for women
because our businesses aren’t scaling as quickly as
our male counterparts.” She started thinking about
her personal experiences and how she could give
back to young women. In her own career she had
witnessed a gap in women supporting the upcoming
generation. In the advertising industry women only
represent 3% of creative directors. Hall says “I really
pushed to have some dialogue around how can
we engage other women in our communities to get
involved with young students, undergrads?”
FOUNDING SPUR
In a combined effort with the Holmes Center for
Entrepreneurship and the University of Minnesota’s
Carlson School of Management, Hall co-founded
SPUR, an ongoing series of events at women-owned
businesses across the Minneapolis community.
KNOCK hosted the inaugural event in the spring of
2014, “the idea is to get women off campus to tour
a business that is either led, founded or co-founded
by a women.” A huge hit, the 65 participants were
composed of undergrads and professional women
from Hall’s network. During the event everyone
introduced each themselves; the professional women
spoke about their business, how they got there and
what they’re doing now; the students spoke to their
hopes and interests for the future and in the end
everyone was encouraged to “go find each other.”
The event was so successful that an attendee
volunteered to host the next one and the program
took off. Hall encourages other women in other
cities to consider launching a similar program,
“this is something anybody can do in any city. The
idea for me is just to be able to introduce young
women to other women who are doing things in
their community that they may not have access to.
By doing it onsite vs attending some panel or some
meeting, all that stuff is great too, but the fact that
they actually go and physically visit that business I
think is pretty exciting.”
THE TIME COMMITMENT
She knows that mentoring can take a lot of time,
and this type of event creates the opportunity to give
back without a huge commitment. “I think people
// ENGAGEMENT
WWW.WBENC.ORG // JANUARY EDITION 2015 35
VISIONARIES. GAME CHANGERS.Those who change our lives every day, in every way.
WBENC is helping EY fuel their search for the country’s most
innovative entrepreneurs via the EY Entrepreneur Of The Year™
Program. Each spring, the business community comes together
to celebrate regional business leaders. These honorees not only
create and build market-leading businesses, but also help take
the standard of excellence to new heights, transform the face
of industry, create jobs and contribute to the vibrancy of com-
munities. This is an exciting opportunity for our women owned
businesses. Nominees should have revenue in excess of $50M
and complete the online application by the submission deadline:
March 6, 2015
Go to ey.com/us/eoy to access the online application and view
the nomination materials.
get nervous about committing to becoming a mentor
or taking on interns, and so when I invited people
to that first event I said ‘I’m not asking you to take
an intern, I’m not asking you to take a mentee, I’m
asking for 3 hours of your time,’” Hall shared.
The benefits of this program extend beyond giving
back to the next generation, “They get as much out
of it to because they get to hear, they get to tell their
stories, they meet the other women that are there
that maybe they haven’t met, and then they get to
be inspired by this next wave of women that are
hopefully going to take over the world.”
SHADOWING
In-line with SPUR’s goals, KNOCK has opened its
doors for students to come in for a day of shadowing.
“We can’t take on a 100 interns each year, but
maybe there is a student that is really interested in
understanding the business. We want them to get
a 360 view of how a place like this operates, the
types of peoples, the roles and that has been really
great for a lot of kids. They get to come in for a half
day and are exposed to the lifecycle of a project,
there are all these people involved,” says Hall. By
giving these students the opportunity observe and
understand the complexity of design in-practice she
can help them set out in their career on the right
foot, “We have had some people switching what
they thought they wanted to do, just based on that
experience.
A MENTOR’S RESPONSIBILITY
Hall notes that being a mentor is more than just
giving your time, “it is a big responsibility, giving
somebody advice. Make sure you’re not pushing
somebody down a path that is one opinion” and
rather than dictating advice it is better to share
your personal experiences, “be open minded, this
is my lens based on my experiences, based on my
industry, you might want to try this, or consider this.”
She says it is also the leader’s responsibility to set
a good example, to understand that it is okay to not
always have all of the answers. “Asking for help is
a sign of strength, not coming in is a weakness, it
takes courage to come in and ask for help. We have
to make sure that we’re being good examples of that
so they can see that they don’t have to have all the
answers,” advises Hall.
Mentoring can come in all shapes and sizes but can
leave a lasting impact.
http://www.knockinc.com
36 PRESIDENT’S REPORT // ENGAGEMENT
MENTORSHIPWORKS!
THE BEGINNING
They first met at a local RPO (WBEC) event when they happened to sit at
the same table, but made their first deep connection a little later sitting
next to each other on the same flight home from the National Conference &
Business Fair in Las Vegas in 2011. Despite their exhaustion from the week’s
activities, the two ended up talking the entire flight home. “It was like we were
friends forever, there was no holding back, everything from our kids to our
businesses,” reflects Primak. While never formally asking Copeland to be her
mentor, Primak looked to Copeland’s expertise and began to reach out to ask
questions and advice.
A WBENC WBE MENTOR
“Julie’s unwavering passion for the organization was infectious,” says Primak.
During their plane ride, Copeland began to explain the landscape of WBENC
to Primak. Copeland began to guide Primak as she navigated the WBENC
network on both the local and national levels. Primak adds, “She managed
my expectations, it is going to take years, you can’t walk in and think you’re
going to get business right away. Have in your mind that it takes least a three
years.” Copeland also advised Karen that, as the leader of her organization,
she should show up at events, not just anybody from the organization. They
also started to look out for each other during both National and RPO events
MENTOR: JULIE COPELAND PRESIDENT & CEO OF ARBILL, FORUM CHAIR
MENTEE: KAREN PRIMAK PRESIDENT & CEO OF IPAK, FORUM MARKETING CHAIR
WWW.WBENC.ORG // JANUARY EDITION 2015 37// ENGAGEMENT
by coordinating travel and making sure to meet up face-to-face. Between the
events, they would connect via email and phone as questions arose. With
Copeland’s guidance, Primak grew her involvement with WBENC and in 2014
the two were the WBE Co-Chairs for the National Conference & Business Fair
in Philadelphia.
WHY THEIR RELATIONSHIP WORKS
KAREN: “I think what made it work with Julie was that I was sensitive to not
abusing her willingness to offer guidance. I didn’t think ‘should I call Julie
before every move I made.’ While she was mentoring me through the WBENC
environment, we helped guide each other, asking different questions back
and forth about business in general. I felt like I could give to her and I wasn’t
just taking. I would say in any mentorship, because this isn’t a formal thing,
approach someone and say ‘I’d really like your help and guidance and maybe
I could help you too.’”
JULIE: “I think one of the reasons why this was so positive was because we
had a lot of similarities in our values and when they got tested in terms of
standing behind your word, we both were there for each other. And I think that
means a lot. You want to find someone who is like you because that will help
the tolerance level that you have of each other.”
ON THE IMPORTANCE OF FOLLOW THROUGH
JULIE: “You need to put yourself out there as a mentee in as much of a way
as you would go after that corporate client. You have to make that relationship
as special as you would going after that big account that you want and
Karen was just so incredibly thoughtful about our relationship and was very
concerned from the beginning, ‘I don’t want to take, I want to give.’”
KAREN: “You have to realize that if someone is going to go out on a limb for
you, you have to follow through. You hear that from corporates too, if they
make an introduction for you, then follow through in is a must. [As a mentor,]
find that right relationship where you are not going to ruin your reputation
because the mentee lacks follow through.
JULIE: “I think that is why the Forum is so valuable because you get to see
who really does the heavy lifting or who says I really want to be involved but
doesn’t do anything. It allows us WBEs really vet out who really is supreme.”
THE BENEFITS OF A MENTOR/MENTEE RELATIONSHIP
JULIE: “The word that best describes it for me is magical. It is so incredibly
rewarding and I walk away with such a special friendship and somebody
that mentors me in return. I have gotten so much business advice as well as
personal advice that’s really quite wonderful in reflection. I felt very blessed
and very lucky.”
KAREN: “For me, there is the tangible result where our business is up 30%
this year from a WBENC connection. Those metrics wouldn’t be there had
Julie not told me ‘stay the course.’ Julie has also introduced me to another
Women’s Business Enterprise who is now an IPAK supplier. She has taught me
so much!”
COMING FULL CIRCLE
After learning about the WBENC landscape, Primak was able to leverage
one of her relationships for Copeland. At one of the WBENC national events,
Primak walked Copeland over to her contact at one of the pharmaceutical
Corporate Members and said “you need to meet her.” Copeland is now in the
process of establishing a national account with them as a result.
THE BENEFITS OF MENTORING AND BEING MENTORED ARE ENDLESS.
For more information on Arbill visit:
http://www.arbill.com
For more information on IPAK visit:
http://www.ipak.com
38 PRESIDENT’S REPORT
WBE WORKING WITH WBEs: JACQUIE CLEARY’S MOVECOLLABORATION AMONG WOMEN’S BUSINESS ENTERPRISES IS A VITAL SOURCE OF BUSINESS GENERATION AND GROWTH
AND PROVIDES A POWERFUL THEME FOR A SERIES OF ARTICLES THIS YEAR IN THE WBENC PRESIDENT’S REPORT. KICKING
IT OFF IS THIS MONTH’S FEATURE ON JACQUELINE CLEARY, CEO OF ATLAS, WHO WITH A BOLD REBRANDING CAMPAIGN AND
RELOCATION, HIRED AN ARRAY OF EXCEPTIONAL WBEs AND ADVANCED HER PERSONAL MISSION TO INTRODUCE MORE
WOMEN OWNED BUSINESSES TO WBENC AND THE BENEFITS OF CERTIFICATION.
Founded in 1998, today Atlas specializes
in optimizing and streamlining its clients’
business processes through managed
services, management consulting, and workforce
solutions. Its primary industry domains span
pharmaceutical, financial, insurance, telecom, and
retail corporations.
In 2014, Cleary embarked on an ambitious
rebranding initiative, during which she contracted
with six WBEs. This approach is consistent with her
passion for WBE development, as she has worked
with numerous WBEs in the past, and insists that
new suppliers become WBENC-Certified.
“This really is a story about the women behind the
woman,” Cleary says.
It started with Robyn Streisand, CEO of The Mixx, a
multi-disciplined branding agency, whom Cleary met
while participating in the Tuck-WBENC Executive
Program in 2007.
The two women maintained a connection, which
took on momentum after Cleary began ushering the
company into its latest phase of development after
buying out her business partner in 2013. Streisand
subsequently guided Cleary through a rebranding
process, which resulted in streamlining the Atlas
name (formerly Atlas Data Systems), introducing new
colors and a new tagline “Bright Thinking – Smart
Results,” and clarifying Atlas’ value proposition.
For example, Atlas’ managed services program
enables companies to transfer low-value or 1
// ENGAGEMENT
WWW.WBENC.ORG // JANUARY EDITION 2015 39
2
// ENGAGEMENT
discretionary tasks from high-cost knowledge workers
to lower cost resources. This results in greater
operational efficiencies and lower costs for the client.
“Forty-one percent of a typical knowledge worker’s
time is spent on tasks that could be completed just
as effectively by someone else,” Cleary points out,
citing a Harvard Business Review study, “Make Time
for the Work That Matters,” from September 2013.
At the same time, Atlas ensures quality oversight
through its executive dashboard.
Additionally Atlas’ Management Consulting services
provides their clients with a blueprint of their program
and project management practices, showing exactly
where and how their clients can improve and in turn
provide greater value to their customers. Finally, Atlas
can build entire communities of skilled resources that
reduce a company’s on- and off-boarding costs while
still aligning with its governance structure.
“The Mixx provided us with new brand guidelines as
well,” Cleary added.
“As a full-service agency, we deliver brands and their
messages through unique and effective media,”
Streisand says. “Knowing Jacquie for over seven
years, I have watched her business go through many
changes while simultaneously continuing to grow.
We are proud to call Atlas a strategic partner of The
Mixx and to have enabled the Atlas brand to reflect
the powerful entity that it has become. I am even
more proud calling Jacquie a friend. Her unwavering
commitment to working with WBEs has put her in
a class of her own, and we wish Atlas continued
success and growth in the future.”
Atlas’ employees were able to experience the
rebranding in an exciting way with the company’s
move to a newly renovated space in a premier
building in Berkeley Heights, New Jersey. For this
Cleary called upon Kate Kerpchar, founder of Lotus
Rose Industries, Inc., who had been referred by
fellow WBE and Tuck-WBENC graduate Sharon
Olzerowicz, CEO of Hired by Matrix, during the Forum
meeting at the 2014 WBENC Summit & Salute.
As an operations and efficiency expert, Kerpchar
project manages relocation services and creates
custom solutions for her clients. For Atlas, Kerpchar
translated Cleary’s new vision for her new space,
and new brand colors into a functional, attractive
environment. To add to the atmosphere, Kerpchar
connected Cleary to WBENC-Certified WBE, Sonny
Lewis, Co-founder of Corporate Art, LLC for the
artwork that complemented the space.
Cleary contracted with other WBENC-Certified WBEs
for various elements of the project. For all the IT
cabling, wiring and connectivity, Cleary hired CorAnet
Corp., headed by CEO Margaret Marcucci, whom
Cleary had originally met years earlier at the WBENC
National Conference & Business Fair in Los Angeles.
Loreley Fortin, President of Daystar Promotions, Inc.
and a former WBE Star, provided all the promotional
products for the new branding, including banners,
booth signage and bags. DataScreening, led by
President Karen Jacobsen and Vice President and
Principal Kimberly Amicucci, supports Atlas with
employee background screening. Its special web
interface background checks played a vital role in
keeping Atlas services seamless throughout the
move.
“It is important for WBEs to support WBEs,” said
Marcucci. “Through WBENC and WPO, I know that
WBEs are driven to succeed, understand that life
has a balance, that we choose to enjoy the journey,
and realize the desire to give of ourselves to others.
Atlas typifies these attributes, and I appreciate the
opportunity from Jacquie for CorAnet to install the
cable infrastructure and implement the technology in
their new space.”
Cleary is active in her RPO, the WPEO-NY and was
named a WBE Star in 2014. As a member of the
Forum, she has recruited women business owners
for WBENC for many years.
“I was purposeful in going after WBEs as suppliers
and still am going forward,” Cleary says. “We all tend
to share referrals with each other and it creates great
momentum. This demonstrated the power of the
WBENC community.”
1 Seated L to R: Kimberly Amicucci, VP and Principal
of DataScreening; Loreley Fortin, President of Daystar
Promotions, Inc., and Margaret Marcucci, CEO of CorAnet
Corp.
Standing L to R: and Sonny Lewis, Co-founder of Corporate
Art, LLC; Kate Kerpchar, Founder of Lotus Rose Industries,
Inc.; Jacqueline Cleary, CEO of Atlas; Robyn Streisand, CEO
of The Mixx
2 Jacquie Cleary, CEO of Atlas
Credit: Sandra Nissen Photography
For more information on the WBEs mentioned in this article see:chooseatlas.com, Themixxnyc.com, corporateartllc.com, coranet.com, lotusrosellc.com, datascreening.com,daystarpromotions.espwebsite.com
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ENVISIONING THE FUTURE OF YOUR BUSINESS
AS A BUSINESS LEADER IT IS IMPORTANT TO TAKE TIME TO WORK ON YOUR BUSINESS RATHER THAN IN YOUR BUSINESS. THIS EXERCISE WILL HELP YOU STEP-BACK AND CONSIDER THE BIG PICTURE. TAKE A MOMENT TO THINK ABOUT WHERE YOU WOULD LIKE YOUR BUSINESS TO BE IN FIVE YEARS. THEN WRITE A PRESS RELEASE THAT COMMUNICATES YOUR SUCCESS. SUCCESS CAN MEAN MANY THINGS, A NEW CORPORATE CONTRACT, A SPECIFIC RATE OF GROWTH, OR AN ACQUISITION. BY ENVISIONING YOUR SUCCESS IN FIVE-YEARS YOU PREPARE YOURSELF TO MAKE THE DAY-TO-DAY CHOICES THAT ADVANCE YOUR BUSINESS TOWARDS THOSE GOALS.
At the 2014 Tuck-WBENC Executive Program, a weeklong executive development experience for WBENC-Certified WBEs that focuses on increasing the
competitive advantage and robustness of their businesses, WBEs had the opportunity to do just that. See how three graduates of the Class of 2014 saw their
business five years from now:
APPLICATION NOW AVAILABLEOCTOBER 4–9, 20152015 TUCK-WBENC EXECUTIVE PROGRAM
HTTP://WWW.WBENC.ORG/TUCK-WBENC-EXECUTIVE-PROGRAM/
JOAN LAGRASSE, Owner & CEO of Imagen, LLCINDUSTRY: ADVERTISING/MARKETING SERVICES“Imagen, LLC has for the fifth year won the award as Tennessee’s fastest growing company. Over the past years, Imagen has provided learning opportunities for 10
interns. Its payroll has more than tripled. And the economic impact to the state of Tennessee is estimated by state officials to be in excess of 100 million dollars.”
CAMILLE AUSTIN, President of Elite Roofing Services, Inc.INDUSTRY: CONSTRUCTION“Elite Roofing Services is pleased to announce the opening of its third location in New Jersey. Prior to this opening Elite sold its residential division to another
women-owned business. Elite has been on the forefront of growth with WBENC in the construction industry and has recently sponsored 50 young female
entrepreneurs in construction and STEM programs at the University South FL.”
BONNIE WENTWORTH, President & Founder of Wentworth Consulting GroupINDUSTRY: CONSULTING SERVICES“What is the common denominator between CEO name a, b and c? One answer is that all three CEOs and there executive teams work with Bonnie Wentworth,
CEO whisperer, and founder of Wentworth Consulting Group. Wentworth and her cadre of highly sought after executive coaches and leadership strategists are
credited as the behind-the-scenes secret sauce instrumental accelerating leadership success in all three companies. John Benson, founder of company x,
credits Wentworth Consulting Group with solving the lonely-at-the top syndrome. The combined market value of these three companies exceeds a billion dollars.
Wentworth Consulting Group, a privately held concern, declined to state current revenues.”
NOW TRY THIS sample exercise from the Tuck-WBENC Executive Program and create a press release for your company five years from now!
RESOURCES //
42 PRESIDENT’S REPORT
Q:What is the most unusual but helpful piece of advice you’ve received?
Answer:This advice came to me from an employee at an
exit interview. The employee said to me that I was
unfriendly. However, many friends and colleagues
would attest that I am indeed a friendly person. I
had asked her why she thought that, and she said
when she passed me in the hall, I never stopped
to speak to people. I admitted I am usually a very
busy person and have little to no time to be sociable
during the working day. She gave me some advice
that came from her previous job of working at a
physiatrist office. She said, “When you see people,
say, nice to see you.” This greeting does not require
a return comment but is received as being friendly.
While the employee was working at the physiatrist
office, she was having trouble with people coming in
saying, “how are you today.” This would lead to a long
detailed narrative. The doctor told her to use the “nice
to see you” greeting. I use that advice to this day, and
have become a much friendlier employer!
Sharon EvansCFJ Manufacturing www.cfjmanufacturinglp.com/
Michelle Richards, President of the WBEC-Great
Lakes, suggested we team up with WBEs in nearby
commodities, to offer corporations a broader
spectrum of services. Partnerships create so many
unknowns. Would I be staking my company’s
reputation on a partnership?
I looked for other WBEs who share my values. I
looked for expertise, not only in their commodity
but as demonstrated success in leveraging
their certification in supplier diversity business
development. We engaged a WBE on a few of our
back end projects and she delivered so well, that I
quickly came to see she shared the values that have
helped my business flourish.
Today, our companies partner together on the front
end, acting as one team to pitch corporations.
Together, we have won opportunities and contracts
that before this would not have been possible.
Janie Goldberg OmniSource Marketingwww.omnisourcemarketing.com
// RESOURCES
WWW.WBENC.ORG // JANUARY EDITION 2015 43// RESOURCES
The unusual advice I have received and used to
grow is “Know your competitors, never disparage
your competitors as they may be your partner
tomorrow.”
Doreen BladesUS Eco Products, Corporationwww.usecoproducts.com
Years ago when I decided to focus on new market
penetration as part of my business growth plan
a wise advisor said “Get rejected – Often”. I was
challenged to seek out negative feedback in order
to develop my market knowledge and advance my
market penetration goals.
The result of this sound, but strange, advice was
that I learned quickly who were the most important
contacts for me to know. “I have nothing to do with
your product line,” “You will need to speak with…,”
“No I do not have their contact information,”
“We have no need for additional vendors”…all
were common responses. With each ‘no’ I gained
information and pursued the path to the decision
maker I needed to know to achieve the ‘yes’ I was
seeking. Get rejected – Often…it works!
You cannot fear rejection and be a successful
entrepreneur. Rejection is part of the process of
success so why not address it head on and discover
the inevitable roadblocks? Focus on getting the “no”
out of the way and you will become more creative
and knowledgeable through the process. It will force
you to seek out creative and unique solutions and
will propel your business success!
Maureen O’ConnorLEM Products Incwww.lemproductsinc.com
After graduating college, I worked for a large
advertising agency in NYC. My boss told me to
“Dress the part.” I didn’t know what that meant at
the time. I now know that you only get one chance to
make that first impression. Showing up isn’t enough,
you need to look like you were meant to be in the
room with the others who are in it.
Karen PrimakIPAKwww.ipak.com
Stop complaining and change what you don’t like.
Do something about it.
Peggy Del FabbroM. Davis & Sonswww.mdavisinc.com
Learn from your successes; forget the failures. I
never understood why anybody would spend their
time learning from failures. By reviewing failures,
we teach ourselves that we are failures. In fact,
we become much more likely at actually repeating
the failures. Instead, I have had success focusing
on duplicating successes, such as finding more
of the customers where we create exceptional
value, or hiring more super competent staff with
great alignment to company values, or investing in
technology that produced productivity improvements.
I love learning from WBE’s successes in the Forum.
To drive success, we cannot simply look at risk
avoidance. We need to look at value creation and
duplicate the successes. So: No regrets!
Hannah KainALOMwww.alom.com
It’s all about the ASK! Ask for what you need or want
to help you and your business. You never know the
answer to your questions unless you “ASK.”
Cathi CoanTechway Serviceswww.techwayservices.com
Do you want the whole pie or are you happy with a
piece of the pie? You can have the whole pie but you
may not be able to have a personal life too…
Jennifer JeansonneEagle Consulting, LLC www.eagle-llc.com
I don’t know if it’s unusual but it’s been extremely
helpful, and that is; never, ever give up. The only
time you fail is when you quit! I can’t tell you how
many times I’ve repeated that to myself when
business is slow, I’ve made mistakes, employees are
acting up or a myriad of other things. It helps me
feel more positive, more determined and resurrects
that “I can do this” spirit.
Christine HammerlundAssured Healthcare Staffingwww.assuredhealthcare.com
Upcoming Question: During Summit & Salute how do you maximize your attendance?
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Whether you are new to certification, membership or supplier diversity and women’s entrepreneurship, you can build your own beautiful piece of jewelry that will tell the story of how you’re engaged with WBENC.
WWW.WBENC.ORG // DECEMBER EDITION 2014 45
BULLETIN BOARD
“CINCINNATI BEST PRODUCT OF THE YEAR” AWARDED TO MYCAMYCA was awarded “Best Product of the
Year” by the Greater Cincinnati Chamber
of Commerce for its innovative Fleet Clarity
software system. This revolutionary fleet
management system helps to standardize,
stabilize and eliminate all variations in forklift
maintenance while illuminating root causes
and cost trends. Deployed throughout North
America in 2014, the system delivered massive
productivity results for Sonoco Products and
global expansion is planned in 2015.
Patti Masseymyca:groupwww.mycagroup.com
ANDREA SCHRAGER, HONORED AS A LEADING WOMEN ENTREPRENEURAndrea Schrager, founder/CEO of Meadowlands Consumer Center (DBA Consumer Centers of New York
and New Jersey), a Global Market Research Consulting Company (offices in NYC and Secaucus, NJ),
has been honored as a Leading Woman Entrepreneur by the Leading Women Entrepreneur and Business
Owners Initiative. This award recognizes women who make a difference in their companies, industries and
communities.
“We are very excited about the 2014 initiative in partnership with New Jersey Monthly Magazine, honoring
women business owners like Andrea Schrager, because women are the forerunners to the economic
recovery of our state,” states Linda Wellbrock, Founder, Leading Women Entrepreneurs.
Consumer Centers of New York and New Jerseywww.consumercenters.com
ARTÉMIA’S 20TH ANNIVERSARYARTÉMIA Communications is celebrating 20 years
in business. The San Francisco-headquartered
digital marketing and communications agency was
founded in 1995 by CEO Barbara Wichmann, a
2014 WBENC Star. ARTÉMIA’s passion is brand
articulation, powered by strategic, innovative
thinking. The agency offers full-service integrated
communications for Fortune 100/500 and startup
companies in the utilities, energy, healthcare and
financial sectors. Since its launch, a commitment
to sustainability and diversity has been at its core.
With ISO 14001 and San Francisco Green Business
certifications and an active participant of the
WBENC and Astra communities, this remains so to
this day.
ARTÉMIA Communicationswww.artemia.com
PRIVATE EYES, INC. EXPANDSWe expanded into our new office on December
15, 2014! Our staff loves the new location which
provides both another level of security and room for
continued growth in 2015!
Private Eyes, Inc.www.privateeyesinc.com
US ECO PRODUCTS CORPORATION HAS MOVEDUS Eco Products Corporation is pleased to
announce we have moved into office space
located in downtown Haverhill MA. Haverhill is
considered a Gateway City and a HubZone.
The city is making a big comeback and US Eco
Products is looking forward to participating in
the growth.
US ECO Products Corporationwww.usecoproducts.com
30% GROWTH FOR CM PRODUCTIONS, INC.CM Productions, Inc., a script to screen video production company in Dallas, Texas reports that it saw 30
percent growth in 2014. Increased business from existing clients as well as new work with Energy Future
Holdings company, TXU Energy, drove the growth. President & CEO Carrie Martinez says the growth
allowed her to add more team members and purchase a new camera system. One of the more exciting
projects in 2014 was aerial HD photography of the Kansas City area for BNSF Railway. You can see more
of CM Productions intelligent visual storytelling at www.vimeo.com/cmproductionsinc
www.cmproductions.tv
RESOURCES //
46 PRESIDENT’S REPORT
WOMEN ON WELLNESS:
CULTURE OF WELLNESS“CULTURE OF WELLNESS” IS A POPULAR PHRASE TODAY BECAUSE THERE HAS BEEN A SHIFT FROM A CULTURE OF
ALL-WORK-AND-NO-PLAY TO ONE OF WORK-LIFE BALANCE. COMPANIES ARE FOCUSING ON THEIR GREATEST ASSET, THE
WELL-BEING OF THEIR EMPLOYEES. THIS ARTICLE WILL PROVIDE IDEAS THAT YOU CAN IMMEDIATELY IMPLEMENT TO BEGIN
TO CULTIVATE WELLNESS INTO YOUR BUSINESS.
WEBMD’S “HANDBOOK OF WELLNESS CULTURE IDEAS”1
DEFINES CULTURE OF WELLNESS AS ONE THAT CREATES:
• Positive interactions between employees
• Happier, more productive, and less-stressed employees
• A work-life balance that can lead to increased retention
and attract new talent
Additionally, there are financial incentives to creating this culture. Average
return on investment (ROI) for wellness programs is $3.37 for every $1
spent.2 This is primarily because chronic diseases are significant drivers of
health care costs3, loss of productivity and increases in absenteeism.4
THE INCENTIVES FOR CREATING A CULTURE OF WELLNESS
ARE CLEAR. TO BUILD ONE IN YOUR COMPANY, CONSIDER
THE FOLLOWING STEPS:
• FUN: A culture of wellness should be fun for participants, not an
additional work burden.
• Set S.M.A.R.T. Goal(s): Focus on one or more aspect such as
facilities, policy, retention, etc. Choosing areas that are important to
your company specifically. (Specific, Measurable, Achievable, Realistic
and Time-Bound)
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WWW.WBENC.ORG // JANUARY EDITION 2015 47
• Get Support At All Levels:
• Upper Management: Without their support, no one will
participate. Additionally, no time or resources will be allocated to
the program.
• Middle Management: Their support will be essential to
increasing participation and to alleviating employee privacy
concerns that often surround health initiatives. Do this by
providing them with specific training so they can answer their
employees’ most common questions. One way to get middle
management support is to let them be the first participants in a
new program.
• Invest And Be Patient: While it doesn’t take moving mountains to
change a culture, it does take time. Things to invest in are:
• Expertise: A true culture of wellness must go beyond just
providing benefits. It should involve program planning, health
education, communications, and be appropriate for the
demographic. Consider hiring someone solely for this purpose or
contracting with a wellness provider. This person will ensure that
the programs used are appropriate and evidence based.
• Changing the physical environment:
• Small changes include encouraging use of the stairs and
parking further away from the door. These can be made
more fun and exciting by decorating or using aesthetically
pleasing signs with statistics like “you burn five times
more calories taking the stairs than taking the elevator”
or by posting the estimated calories burned/steps taken
from each parking spot.
• Large changes could include eliminating vending
machines or only stocking them with healthy options,
providing a fruit or fruit infused water bar, a fitness center,
online wellness portals and trackers, and/or regular
educational opportunities on different health topics.
• Incentivize Employees: This can be as simple as a shout out
in the company newsletter or awards for winning challenges. Also
consider reaching out to your health insurance provider as they may be
able to help provide additional incentives. Let your imagination sore.
• Encourage Partnerships:
• Have team based challenges with healthy competition between
teams/departments. Think about using online tracking systems
or social media to help the healthy competition.
• Work with other organizations to offer additional information or
emphasize currently provided information. This can include
using outside vendors such as a wellness provider or a national
association. Consider using programs that match the National
Health Observances (http://healthfinder.gov/nho/) so that the
messages you are sharing are being reinforced by other national
messages.
• Make Things Work For Your Employee Group:
• Track progress to ensure your programs are meeting your
initial S.M.A.R.T goals.
• Make it relevant – One way is to focus on aspects that all
can benefit from such as exercise, nutrition, and stress, rather
than focusing on a specific chronic condition.
• Communication is key – The best program in the world
won’t be effective if your employees do not know about or
understand it. Try multiple methods of communication so that
everyone is informed: newsletters, calendars, bulletin boards,
management announcements, etc.
• Survey your employees – This will help make sure that
your goals match the goals of your employees and keep your
program growing with the needs of your company.
Culture of wellness can be incorporated into all aspects of your employees’
experience, from wellness newsletter articles, ergonomic and healthy
workstations, stretch and active breaks, healthy meeting snacks and your
overall employee benefits and work schedules.
1 WebMD Health Services, “A Handbook of Wellness Culture Ideas” http://info.webmdhealthservices.com/Wellness_Culture_Ideas_Registration.html
2 Baicker, Katherine; Cutler, David; and Song, Zirui: 2010. Workplace Wellness Programs Can Generate Savings. Health Affairs vol 29. No2. Pg 304-311. Found online at http://content.healthaffairs.org/
content/29/2/304.full.html
3 The Burden of Chronic Disease on Business and U.S. Competitiveness Excerpt from the 2009 Almanac of Chronic Disease http://www.prevent.org/data/files/News/pfcdalmanac_excerpt.pdf
4 Mitchell RJ, Bates P. Measuring Health-Related Productivity Loss. Population Health Management 2011;14(2):93-98. doi:10.1089/pop.2010.0014. Found online at http://www.ncbi.nlm.nih.gov/pmc/
articles/PMC3128441/
// RESOURCES